Effective Networking Four Communication Missteps That Scream Failure

Writen by Melissa Wadsworth

It's frustrating. You're attending all the right networking events and industry meetings, but something is not clicking. Your new business prospect list is not growing. The phone is not ringing with networking follow-up calls.

The problem may be your communication style. From time to time, we all get caught up in our own business goals and lose sight of the point of any communication – the exchange of information. Developing a comfortable self-awareness can be your biggest networking ally. So watch for the four primary networking missteps that can prevent you from being as effective a networker as you'd like.

1. Mixed Messaging. Sometimes we think that we're sending one message, when our attitude and words actually say something else altogether. So be clear about the business message you want to send. State it to yourself prior to your one-minute elevator speech at a networking event. Rehearse a second, more casual but concise, business definition for unstructured networking opportunities. If you aren't convinced, no one else will be. For instance, I recently concluded that trying to promote a skill I no longer enjoyed was hampering my networking success. Once I got clear about this it was much easier to clearly position and promote the skills I was passionate about expanding.


2. Inappropriate Response-itis. It happens all the time. I see it in networking, during client meetings and in marketing strategies. You state your key business message and then you fail to respond appropriately to the input or response that you receive. Maybe you keep trying to make the same point over and over (only slightly restating your initial point). Perhaps you are racing ahead in your mind thinking about what you want to say next rather than listening to what is being said to you. You see someone else you "must" talk to and your attention is compromised. In any communication, it is vital to really listen. Process the response you receive and make it part of your own response. For instance, responses that indicate active listening include: "I'm glad to hear you say that..." "That's an interesting point because…" Give and take, rather than one-sided promotion, is the only way to move conversation forward in a manner that is respectful to both parties.
   
   

   A bad case of inappropriate response-itis: I recently inquired about a business service. Despite the fact that I told the sales representative exactly what information I needed in order to make a buying decision, the sales representative kept responding with what sounded like "scripted" responses. After a few minutes it was evident that this person did not know how to go off script to close the sale or to actually respond to my questions. Stay flexible. Listen and let the verbal cues you receive determine your contribution to the conversation.



3. Body Language Blocks. Effective business networking also entails watching for body language cues. If you feel your message is being "blocked," look to see if the person you're talking to has their arms crossed in a determined manner. Watch for such cues and use your own body language to positively reinforce your message. If someone is presenting such a closed body posture keep your posture relaxed and open. Use hand gestures with your palms upward. In a friendly manner probe to find out what interests them or is important to them. People like to talk about themselves and they want to know their needs are heard. When both yours and their body language is relaxed and respectful (e.g. making good eye contact) your business message has much more chance of coming across successfully.


4. Missing Message Confirmation. This may seem obvious, but often it's easy to forget to confirm that your key networking message was clearly received. For instance, you can reinforce your business message during networking by saying, "Now that I've told you all about my marketing expertise in consumer products, tell me about your business." If you're trying to relay product information ask an open-ended question such as, "What questions do you have about these nutritional products specifically formulated for women?" It's the equivalent of asking in a personal situation, "Am I making sense?"

Successful business networking takes comfortable self-awareness and your full attention. When you start and end conversations clearly, while staying alert to physical cues, and are flexible and open to specific circumstantial opportunities that naturally arise in any conversation, your message gets heard loud and clear.

Melissa Wadsworth is a communications expert and the author of Small Talk Savvy. As a freelance marketing writer and PR Coach, she bring 20 years of corporate public relations and markeing experience to her craft. To learn more, visit her Web site at http://www.melissawadsworth.com. Contact her and reference this article to receive a special report: "Top Ten PR 101 Tips."